CHAPTER 6
Time-Management Tactics
Early in my consulting career, I was working with a company known for employing creative geniuses who designed for the consumer goods industry. After each time I was with them, I left in amazement at the ideas they created for their clients and the fun they had doing it. The salespeople were all long-term veterans of the industry, and their role as account managers was to maintain enough projects coming to keep the creative team busy.
The CEO brought me in to help them do two things—stabilize their business and open up new business segments around which they could build a new division. The biggest problem I saw was when and how they prospected. They had the faulty philosophy that they only needed to prospect ...
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